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“I am delighted that a new generation of entrepreneurs is emerging whose ideas and
innovation will provide the momentum to drive business in this country forward.
Rachel Bridge’s inspiring book has perfectly summed up the passion, the 2ND
EDITION
commitment and the sheer excitement of being an entrepreneur – and it will help
H2ND EDOITION W I
encourage many others to do the same.”
Sir Richard Branson H “Inspiring”
O
Every year thousands of hopeful entrepreneurs decide to take the plunge and start up Sir Richard Branson
their own business. Many fail, but many achieve great success and huge profits. Why W
is it that some race ahead to glory whilst others stumble?
MADE IT
In How I Made It40 successful entrepreneurs explain how they managed to defy the I
odds and turn their dreams into reality. They tell how they decided what to do, how
M
they got started, how they found the money and how they went about it. But they also
reveal how they had doubts, made stupid mistakes and encountered overwhelming
frustrations along the way. This new edition then tells what happened next – and A
reveals that most of the entrepreneurs profiled have gone on to sell their businesses
D
for many millions of pounds.
E
How I Made Itis a fascinating and eye-opening read, full of useful advice that is vital 40 successful
not just to starting up a business, but also in everyday life. Entrepreneurs see I
T
opportunities where others see none and looking at the world through their eyes, with
entrepreneurs
their enthusiasm and optimism, will make you think differently about the world – and
about yourself. Gutsy, inspiring and life affirming, if you ever dreamt of starting a
business of your own or are simply searching for motivation in your life, How I R reveal how they
Made Itis for you. A
C
made millions
Rachel Bridgeis the Enterprise Editor for The Sunday Times. She H
writes the “How I Made It” column each week for the paper as well E
as regular features about entrepreneurs and small and growing L
businesses. An experienced journalist, she formerly worked for
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The Timesand the Evening Standard. She is a regular conference
R
speaker on the subject of entrepreneurs and is also the author of the best-selling I Rachel Bridge
My Big Ideaand You Can Do It Too(both published by Kogan Page). D
G
E
£9.99
US$19.95
Kogan Page Kogan Page US ISBN: 978-0-7494-5542-2
120 Pentonville Road 525 South 4th Street, #241
London N1 9JN Philadelphia PA 19147
United Kingdom USA
www.koganpage.com 9 780749 455422
www.timesonline.co.uk Business and management
i
HOW I
MADE IT
ii
For Harry and Jack
iii
HOW I
MADE IT
40 successful entrepreneurs reveal
how they made millions
2nd edition
Rachel Bridge
iv
Publisher’s note
Every possible effort has been made to ensure that the information
contained in this book is accurate at the time of going to press, and the
publishers and author cannot accept responsibility for any errors or omis-
sions, however caused. No responsibility for loss or damage occasioned
to any person acting, or refraining from action, as a result of the material
in this publication can be accepted by the editor, the publisher or the
author.
First edition 2005
Second edition 2009
Apart from any fair dealing for the purposes of research or private study,
or criticism or review, as permitted under the Copyright, Designs and
Patents Act 1988, this publication may only be reproduced, stored or
transmitted, in any form or by any means, with the prior permission in
writing of the publishers, or in the case of reprographic reproduction in
accordance with the terms and licences issued by the CLA. Enquiries
concerning reproduction outside these terms should be sent to the
publishers at the undermentioned addresses:
Kogan Page Limited Kogan Page US
120 Pentonville Road 525 South 4th Street, #241
London N1 9JN Philadelphia PA 19147
United Kingdom USA
www.koganpage.com
© Rachel Bridge, 2005, 2009
The right of Rachel Bridge to be identified as the author of this work has
been asserted by her in accordance with the Copyright, Designs and
Patents Act 1988.
The views expressed in this book are those of the author, and are not
necessarily the same as those of Times Newspapers Ltd.
British Library Cataloguing in Publication Data
A CIP record for this book is available from the British Library.
ISBN 978 0 7494 5542 2
Typeset by Saxon Graphics Ltd, Derby
Printed and bound in India by Replika Press Pvt Ltd
v
Contents
Preface to the second edition ix
Acknowledgements xvi
Introduction to the first edition 1
1. Lizzie Vann 15
Founder of Organix brands
2. Darren Richards 21
Founder of DatingDirect.com
3. Maria Kempinska 27
Founder of Jongleurs
4. Mark Mills 33
Founder of Cardpoint
5. Penny Streeter 39
Founder of Ambition 24hours
6. Derek Beevor 43
Founder of Road Tech Computer Systems
7. Rosemary Conley 49
Inventor of the Hip and Thigh Diet
8. Raymond Gubbay 55
Founder of Raymond Gubbay Ltd
vi Contents
9. Trisha Mason 61
Founder of VEF
10. John Mudd 67
Founder of The Real Crisps Company
11. Mark Roy 71
Founder of Read Group
12. Mandy Haberman 75
Inventor of the Anywayup Cup
13. Ted Smart 81
Founder of The Book People
14. Mike Clare 87
Founder of Dreams
15. Stephanie Manuel 91
Founder of Stagecoach Theatre Arts
16. Harry Cragoe 97
Founder of PJ Smoothies
17. Rory Byrne 103
Founder of Powder Byrne
18. Jane Packer 109
Founder of Jane Packer Flowers
19. Chris Gorman 115
Founder of DX Communications
20. Mark Ellingham 121
Founder of Rough Guides
21. Sarah Doukas 127
Founder of Storm
22. Tim Roupell 133
Founder of Daily Bread
23. Mark Wilkinson 137
Founder of Mark Wilkinson Furniture
24. Prue Leith 143
Founder of Leith’s
Contents vii
25. Christopher Wray 149
Founder of Christopher Wray Lighting
26. Heather Gilchrist 155
Founder of Happitots
27. Richard Beggs 159
Founder of Moving Venue Group
28. Duncan Bannatyne 165
Founder of The Bannatyne Group
29. Angela Wright 171
Founder of Crealy Adventure Park
30. Daniel Mitchell 177
Founder of The Source
31. Emma Bridgewater 183
Founder of Bridgewater Pottery
32. Gerry Pack 189
Founder of Holiday Extras
33. Zahid Kasim 195
Founder of Café Lazeez
34. Sharon Hilditch 201
Founder of Crystal Clear
35. Rik Hellewell 207
Founder of Ovenu
36. Jill Barker 213
Founder of Green Baby
37. Matt Stevenson 219
Founder of Reef One
38. Sally Wilton 223
Founder of Etc Venues
39. Charlie Bigham 229
Founder of Bighams
40. Philip Hughes 235
Founder of The Ice Box
viii
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ix
Preface to the
second edition
A lot has changed since I wrote the original hardback
version of this book five years ago. In that time entrepre-
neurship has enjoyed an extraordinary rise in visibility and
popularity, thanks in part to television programmes such as
Dragons’ Den and The Apprentice. A government initiative
has even introduced enterprise education into secondary
schools.
A lot has happened to the entrepreneurs profiled in this
book too. Five years ago all of them were running incredibly
successful businesses which they had started up with very
little money. Five years on, nearly half the 40 entrepreneurs
featured in the original book have sold their businesses, in
every case for millions of pounds and in some instances for
substantially more.
There can be few things more life-affirming than throw-
ing off the shackles of paid employment and using your
energy and talents to create a business of your own. But as
every successful entrepreneur knows, starting up a business
from scratch and turning it into a thriving business is actu-
ally only half the story. In order to really hit the jackpot the
